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Exam 8: Making the Sales Call

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Question 1

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Which of the following is the best example of a benefit opening?

A) "Mr.Jackson at FS Tools thought you would appreciate the multitasking flexibility of my company's machine center."
B) "Good afternoon,Ms.King.My name is Harry Tillot,and I sell the world's finest veneers."
C) "Hello,Dr.Allen.Do you need an easier way to place insurance claims for your patients?"
D) "Mr.Tanner,I believe our laminating machine will significantly increase your product's quality."
E) "Hello,Ms.Dwight.My name is Darla,and I am selling Girl Scout cookies."

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D

Question 2

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The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions) technique is to:

A) understand how well a salesperson responds to the prospect's problems.
B) identify the root cause of the prospect's problem.
C) help a prospect understand if a problem actually exists and if it requires a solution.
D) identify the current situation of the prospect.
E) find out if a salesperson can perform well under stressful conditions.

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Question 3

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A salesperson opens his sales presentation with a prospect by talking about another customer who recommended the prospect to him.In this example,what opening does the salesperson employ?

When a salesperson looks at a prospect's office wall hangings,photographs,and library collection for cues on how to initiate small talk,what is he engaging in?

A salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: "Our system will prevent your employees from being exposed to dangerous CFC emissions." At that point in her sales presentation,she was describing a(n) :

In the context of sales presentations,the process of asking questions to know the pulse of the situation throughout the sales presentation is known as:

Why do salespeople use open questions?

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

To establish credibility early in the sales call,a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.

Phoebe,a sales representative,is so excited during her sales presentation that she does not hear the customer's question correctly.She gives a brief,inappropriate answer,and continues with her presentation.Phoebe's behavior in this scenario reflects the operation of _____.

"Ms.Hallgren,thank you for seeing me today.My name is Daniel Mundt,and I'm with ServiceMaster." In the context of a sales presentation,this is an example of a(n) _____ opening.

What is the Four A (acknowledge,acquire,advise,and assure)selling process?

If you want to be a successful salesperson,what should you do if you arrive for a sales appointment and your prospect asks you to wait thirty minutes before she can see you?

When Lani meets new prospects for the first time,she opens her sales presentation by telling them that if they give her just 20 minutes,she can save them at least $100 dollars per year on their home insurance premiums.Unfortunately,her success rate of closing sales is only about 30 percent.Which of the following,if true,could explain her poor performance in closing deals?

Which of the following is a desirable course of action when a salesperson finds out that a buyer will not be able to meet him or her at the appointed time?

A balanced presentation occurs when a salesperson:

Which of the following pairs of individuals are most receptive to small talk?

Jordan,a senior salesperson for a steel firm,plans to get a huge investment from the owner of an automaker.He begins his sales presentation by saying to the owner,"Congratulations on being awarded the 'Innovative Automaker of the Year.' It is great to work with one of the pioneers of the automobile industry." Jordan is using the _____ opening in this scenario.

The SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is difficult to use when a seller is discussing only an opportunity and not real problems.

Ultimately,the goal of every salesperson should be to establish rapport with each customer.